Sales Bulletin: D March 4, 2011

Transcription

1 Sales Bulletin: D March 4, TRAINING PROGRAM FOR DISTRIBUTOR OPERATIONS AND SALES LEADERSHIP DEVELOPMENT OCTOBER LANCASTER, PENNSYLVANIA We are pleased to offer our Distributor Leadership program this year for key managers within your organization. This program is developed through partnership with Mitch Harper Associates and Dr. Don Rice. Our purpose is to offer you a competent learning opportunity in support of your efforts to develop and sustain competitive advantages through operational and selling expertise and excellence. Distributor Operations and Sales Leadership Development focuses on key aspects for both the operational and sales functions of distribution by providing an in-depth view of the key profitability aspects of distributor operations: Pricing Optimization, How to Measure Service Quality and Its Impact on Distributor Profitability, Inventory Management and Cost, and Impact on Profit. We will also focus on key aspects for the appropriate sales processes that result in developing a best-in-class workforce: Sales Impact on Profit, Sales Changes That Matter, and Leading Today s Distributor Sales Team. Program Features Light pre- and post-session action items. Interactive discussion classroom format. Group exercises/case studies. Accredited functional expertise in program topics. The biographies for Dr. Don Rice and Mitch Harper, agenda, and enrollment form accompany this bulletin. Class size is limited. The fee for the program per participant is $2,750. This includes hotel, group meals, instruction, and all program materials. Participants are responsible for their own travel and miscellaneous expenses; e.g., bar bills, in-room movies, etc. If you have an interest in this very special development opportunity for yourself or someone in your organization, please fax the appropriate registration forms to Linda Krause at Mark Olson Paul Corr Paul Aierstuck Regional Vice President Regional Vice President Manager, Training and Commercial Sales West Commercial Sales East Installation Services Armstrong Building Products Armstrong Building Products Armstrong Building Products

2 Dr. Don A. Rice Professor Emeritus of Industrial Distribution Management, Texas A&M University Dr. Rice is a noted author, lecturer, and consultant to the distribution industry. His areas of expertise include profitability, customer service, quality, cash management, and others. He has written nine books on distribution management, and has served on numerous boards of directors of companies with sales ranging from 10 million to one billion dollars. He is exceptionally well informed concerning profitability, with many successful distributor clients earning 30 percent or more on their investment annually. He was coordinator of the Industrial Distribution Program at Texas A&M University for 28 years. Dr. Rice served two years on the Texas Governor s Council for Quality Texas, and is a noted authority in the applications of the Quality Process to distribution. Because of his excellence in teaching and his national reputation as an industry leader, he has been awarded the title of Professor Emeritus in Industrial Distribution at Texas A&M University. Mitchell Harper Mitch Harper & Associates Mitch speaks and teaches internationally. Topics include leadership, sales, marketing, sales management, and customer service. At the age of 37, he retired from active work. Currently, he is semi-retired and works part-time through his firm, Mitch Harper & Associates. He has taught at Texas A&M University and Baylor University in their Industrial Distribution programs. Mitch has two degrees from TAMU Bachelor of Science in Industrial Distribution [1987] and Masters of Industrial Distribution [2004]. Mitch brings a vast array of practical experience to his teaching from his career in sales and business development. In 1993, he founded The Med-Ox Group and TMG Denver in The Med-Ox Group is a supply chain management company that serviced over 3,500 locations in all 50 states. TMG Denver was a medical gas facility that produced 10,000 gaseous cylinders per month and provided 40,000 gallons of liquid oxygen per month. Following the sale of both these companies, Mitch developed Linde s national medical sales strategy and reorganized the national sales staff. He also served as executive vice president for Bob Smith Gas Products. Hired to turn the stagnant business around and take it to acquisition, Mitch was able to grow the business 20 percent annually in sales. He led the business to acquisition by Praxair in Mitch then moved into the parent company and became the regional sales manager for Praxair [1995 to 1997], where he strengthened the sales team and expanded the business 17 percent annually. During this time, he helped developed a national training program [called Timestar] on the sales process At Texas Hydraulics [1989 to 1991], Mitch created the technical support department. He also developed and trained the customer service department on fluid power. With an eye for production and detail, the quotation process went from six weeks to three days causing an immediate increase in sales. As a result of his successful business career, Mitch has been professionally recognized on the local and national level. He has received the following awards: four-time Rotary Newman Award winner for Fastest Growing Firms, two-time Ernst & Young Entrepreneur of The Year Award Finalist, and Mass Mutual Blue-Chip Companies Award finalist. Married to his college sweetheart for over 22 years, Mitch is the proud father of two daughters ages 20 and 17. He loves following the world champion Houston Texans, Houston Rockets, and Houston Astros. Mitch is also a fishing, hunting, and golfing machine!

3 ARMSTRONG DISTRIBUTOR LEADERSHIP PROGRAM MITCH HARPER ASSOCIATES AND DR. DON RICE OCTOBER 10-13, 2011 LANCASTER, PENNSYLVANIA OCTOBER DR. DON RICE If you plan to stay in business well into the future you must learn to take 30 cents out of every margin dollar your company earns to the bank in pre-tax profits. If you are not doing this, then you will certainly want to attend this seminar. Planning and Managing the Distributorship for Greater Profit During this session, Dr. Don Rice will present and discuss six things you must do to make a 30 percent return on the money you have invested in your business. This is a reality check for your company, so plan now to come and learn how to do it. Doing Your Best is Not Good Enough; You Must Know What to Do You will be provided with profit models to use when you get back home to help you attain the goal of 30 percent return on investment. The intent of this program is to provide actionable items that can be immediately applied to your business. Customers: How to Get and Keep the Best for Life How to get and keep the best customers for life is designed to create within each participant an entirely new way of thinking about customers and how you measure customer satisfaction. It addresses new ways of serving your best customers in an effort to keep them as customers for life. What you will learn will be somewhat contrary to the traditional thought, since many believe that we must always be prospecting for new business because we expect to lose a certain number of customers each year. The intent being taught here, is to be so responsive to customer needs that they will not even consider going somewhere else. It s true that some of your customers will go out of business and, therefore, must be replaced. What s important here is the method by which they are replaced; bid-and-buy versus referral. This is important because referred business is much more profitable than business attained through having the lowest price. Imagine how much more profitable you could be, and how much hassle would go out of your life, if the 10 percent growth in sales you want next year could come from the most profitable customers which you already have. Some of you might be saying, We re doing OK, so why go to a training session about Customers: How to Keep Them for Life. Don t be fooled; things might not be well at all. Keep in mind that the only guarantee of the longevity of your business is based on customer satisfaction and your long-term profitability.

4 OCTOBER MITCH HARPER ASSOCIATES Defining Sales Objectives and Sales Call Objectives Sales goals and strategies. Sales call objectives measurements. Sales call planning. The model of an industrial sales call. Measuring Performance How do we measure success? Learning from current sales staff. Defining opportunities. Define sales process. Confusing activity with accomplishment exercise breaking out activities from accomplishment. Client Data Mining Mining opportunity. 10 x 10 matrix. 2 x 2 matrix for salespeople to use in calling on accounts. Analysis [key, target, maintenance, and who cares accounts] tie this back to territory management who should be calling on what accounts and how frequently. Pricing and Profitability Role of pricing on margin. Price reduction sales increase. Difference between cost and price. Selling skills necessary for adding value enhancing profit via negotiated vs. bid or value matching. Territory Management Time management. Territory management. People resources.

5 ARMSTRONG COMMERCIAL CEILINGS DISTRIBUTOR LEADERSHIP TRAINING OCTOBER 10-13, 2011 LANCASTER, PENNSYLVANIA Fill in the following information for the participant who will be attending. It s very important that you include the BUSINESS MAILING AND ADDRESSES so that s/he can receive any related materials. Name/Nickname Title Company Name Business Address Telephone Number Fax Number Address I understand and agree that the seminar participation fee covers lodging, group meals, and course materials. Participants are responsible for transportation to and from the seminar, and for other incidental and miscellaneous expenses. I also understand that there is a $250 cancellation fee if a participant is unable to attend and fails to notify the training coordinator. Attached is a check for $2,750 per participant, payable to Armstrong World Industries, Inc. Please charge my Gold Circle fund for $2,750 [U.S. DISTRIBUTORS ONLY]. Fill in which location should be charged:. Polo Shirt Size Color Preference: French Blue Navy Tan Hotel check-in date [if other than October 9] Hotel check-out date [if other than October 13] Authorized Signature Keep a copy of this registration form for your records, provide a copy to the participant, and mail, fax, or the original to: Linda Krause Telephone: Armstrong World Industries, Inc. Fax: P. O. Box LLKrause@Armstrong.com Lancaster PA Class size is limited. Please don t make any transportation arrangements until you ve received confirmation from us.